QUESTION 141Why are customer stakeholders important to the business outcome-based sales approach?

A. Because understandingthe concerns, interests, power, and influence of stakeholders enables successful stakeholder engagement.B. Because stakeholders consists of partners who are either part of the organization or are external to the organization.C. Because stakeholder strategy influence business needs and their involvement in a project to change them.D. Because relevant and potential stakeholders exist across customers’ and sales professionals’ organizational and functional roles.

Answer: D

QUESTION 142Which option is a difference in the set of questions that Cisco’s approach to outcomes-based sales uses in helping organizations to move from product to outcome-based sales?

A. The product approach answers the question of what product is needed, while the outcomes approach answers what capabilities are needed to achieve the solutions.B. The product approach answers the question of how progress is displayed and correctly communicated, while the outcomes approach answers what the business objectives services must be included in each solution.C. The product approach answers the question of what product is needed, while the outcomes approach answers what the business objectives and desired outcomes are.D. The product approach answers the question of what capabilities are needed to deliver product & services, while the outcomes approach gives an answer to what the business rules and capabilities are.

Answer: C

QUESTION 143Which two options are part of the five steps approach needed to conduct a stakeholder analysis? (Choose two.)

A. Define ways to move stakeholders from their current to future position.B. Identifycustomer stakeholders.C. Define absolute power and interest of stakeholders.D. Generate consensus among stakeholders.

Answer: AB

QUESTION 144Which two factors must you know about stakeholders to identify where they fall in a power grid? (Choose two.)

A. role in companyB. purchasing powerC. degree of interestD. size of budgetE. degree of influence

Answer: CE

QUESTION 145Which framework is used to plan influential communication when seeking customer support for action?

Answer: CExplanation:Business Model Canvas is to define the customer environment, business model, and motivators for change, whereas Seven Elements Framework helps in communicating and negotiating with stakeholders.

A. New mindset and new capabilitiesB. Reduced CAPEX and lower project costs.C. Increased accountability and a better understanding of resource use.D. Process efficiencies and faster time to market for new solutions.

Answer: BC

QUESTION 148Which are two purposes of the Cisco enablement resources and Cisco Playbooks when articulating the business value to customers? (Choose two.)

A. To help the sales force develop new marketing strategies.B. To provide additional information on Cisco solutions and services.C. To enhance the technology experience and influence the customer.D. To improve the proposal and provide the bill of materials to the customer.E. To help the sales force with the selling process.

Answer: BC

QUESTION 149Which statement is true regarding technical requirements?

A. They establish the technical features that the customer value proposition must include.B. They establish the technical strategy customer needs to follow to double the business size.C. They establish what the business needs to do in order to reduce time to market.D. They establish the business strategy that the customer must follow to accelerate their go to market.

Answer: A

QUESTION 150Which three options are additional costs arising from a subscription model and should be factored into the total cost of ownership of IT as a Service?

QUESTION 151Which option is the outcome when comparing the current state of technology with the capabilities of emerging technologies?

A. Identify gaps for upgrading Cisco products.B. Identify gaps that provideopportunities for new services and solutions.C. Identify new cloud-based technologies.D. Identify the new stakeholders.

Answer: C

QUESTION 152Which two options are benefits of effective communication with stakeholders? (Choose two.)

A. It allows other strengths to create maximum impact.B. It lessen the impact of business weakness.C. It helps mitigate the intrinsic risks with negotiation.D. It allows effective interaction between stakeholders.

Answer: CD

QUESTION 153Which solution enables business outcomes in the healthcare industry?

A. Multilayer SwitchingB. MedianetC. CollaborationD. Advanced Routing

Answer: B

QUESTION 154Which three options are common business needs across industry verticals? (Choose three.)

QUESTION 159Which option is a structured process to understand business landscape and context?

A. business model canvasB. business outcomes canvasC. business model outcomesD. business canvas approach

Answer: A

QUESTION 160Drag and Drop QuestionDrag and drop the steps of The Seven Elements framework on the left to the right in sequential order.

Answer:

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